Andy NearyI help insurance professionals turn brand awareness into business growth.

This 👆 is your biggest competition in selling insurance.

6 Mar 2024 · 1 min

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Andy Neary argues that when selling insurance the main competitor is not other producers but the prospect's fear of change. He advises sellers to address this explicitly in conversations—acknowledging they aim to earn business, presenting strategies, and recognizing that overcoming reluctance to change is the primary hurdle.

Chapters

The biggest competitor you have right now in selling is not the other producer down the street. Your biggest competitor is the fear of change. The reason your prospects don't hire you is has more to do with the fact they just don't want to change than it does your skill level or your resources. It's just the truth. So why not talk to your prospects about that? If I were still selling insurance today I'd look the prospect in the face and I'd say listen, you know I, I'm here today to earn your business. You know that. I know that. But at the end of the day I have strategies that I know can help you and I know my biggest challenge is going to be helping you overcome your fear of change because at the end of the day, no matter how good the numbers are, no matter how good the strategies I share with you are, your biggest fear is going to be do we want to change.